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Lessons for Sales from the Democratic Convention in Denver

Not to get too political, but can you really help it at the height of “Convention” season?  Four days every four years where one can gorge on pre-processed politics; the opportunity for cable news channels to elevate the profoundly mundane to almost insignificant, a dose of equal time for all with or without a viewpoint.

Looking at this year’s opening night of the Demographic, oops sorry, Democratic convention, we see that there are some g...

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Sales Training Doesn’t Work Because ________.


Sales down? Consider a strategic approach to training.

Sales down? Consider a strategic approach to training.

You’ve probably read a lot of articles by sales trainers entitled something like, “Why Sales Training Doesn’t Work.”  Google that phrase and see what I mean.  You can also look again at the title of this post for another example.

The TAS Group’s CEO, Donal Daly, wrote a post on The Sales 2.0 Network blog that provides examples of things companies do (in this case, three...

Recent Posts

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Viral Doesn't Have to be an Infection


5 Tips To Creating An Effective Viral Video Marketing Campaign

This is a guest article written by Eric Guerin. Eric Guerin is CEO and Executive Producer for SmartMarket Movie, an online marketing video production company specializing in word-of-mouth / viral marketing videos ending with a call-to-action.

Viral marketing sounds like something you may be stuck in bed with for a few days maybe with a stuffy nose, and a fever...but it doesn't h...

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Value Add, Creativity and Problem Solving

  Creativity is problem solving. That’s the essence of successful selling. The foremost function of the mind is problem solving; we solve problems with our imagination and imagination is a function of our creative ability. A creative salesperson is a problem-solver. The basics of the selling process: • Determine desire • Present the product to satisfy desire • Help the prospect [...]
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Social Media Meets House Hunting

Today I stumbled across real estate site Trulia.com and found it to be an excellent example of how Social Media tactics combined with a focus on consumer needs can create a strong user experience. It applies many of the essential concepts of Social Media, including:
  • Aggregating diverse content and data to create new value.
  • Providing a means for sharing and collaboration.
  • Providing functionality where and in the way the consumer wishes.
  • Cre...
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FREE Preview Call - Wednesday at 1 pm

Join me on Wednesday from 1-2 pm ET. I'll be interviewing three top experts who are speaking at the Sales SheBang conference being held in Minneapolis on Sept. 23-24. Kendra Lee, author of Selling Against the Goal Ardath Albee, power blogger at Marketing Interactions Michelle Nichols, founder of Hug Your Kids Day If you can't attend because you're already busy,...
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Guest Article: “How To Be An Effective Communicator,” by Nido Qubein

How To Be An Effective Communicator by Nido Qubein A young man whom I had known since he was in high school stopped by to see me and proudly display his new MBA. “I know a master’s degree alone doesn’t guarantee success,” he said. “What do you think is the most important quality for someone who wants to [...]
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Run Your Own Race

The JF Guest Author Spot Jeb Blount I love the Olympics. I’ve been glued to my tv and computer for the last week trying to take in as much as I can. I enjoy the drama, the razor thin finishes, new world records, and watching obscure sports that are only covered on the sports networks once every [...]
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Becoming a Social Organization: Social Media Discovery and Adoption

In the past two days, I've tried to draw parallels between the business changes caused by the Internet in the mid 90s and the upcoming changes that will be precipitated by Social Media. We began to explore the ways in which organizations adopt change and what this means to Social Media in the coming years.

In the Security Phase, companies are shaken out of complacency and denial by a loss of control. In the 90s, it was cybersquatters and th...
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When Did Luxury Became Excess?

It turns out that the luxury consumer brands are feeling the pinch of recession, and I think they only have themselves to blame. The purchase habits of the well-to-do were supposed to be inured to the ups and downs of...
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Chris Penn drills down on marketing


Financial aid -- it's about as far as you can get from media. No way to create content in that business, right?

Absolutely not, said Chris Penn when I spoke with him at the Affiliate Marketing Summit in Boston earlier this month.

"Every business is media, and you need to be participating in media, or be left out of the conversation."

Chris is the Chief Technology Officer of the Student Loan Network, as well as founder and producer of the Fina...

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The viral spiral... people buy based on info from other people

You’ve heard it before…people do not want to hear from companies anymore, they want to hear from other people. Well here comes some fresh data to back that up. IBM recently released its new CEO Global Study, in which they also interviewed over 1,000 consumers to see how they buy. 53% of the respondents said they [...]

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Obama's VP strategy...did drama overload America's attention span?


No doubt the Obama campaign had a great strategy in building interest in his VP selection. Not only did he manage to get hundreds of thousands of cell phone numbers and email addresses he can now use to generate additional donations, but he dominated the news programs for almost the entire week. It put John McCain on the news sidelines and gave him an opportunity to put the Saddleback event behind him.

Hype works, no doubt. But timing in buil...

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Stronger Emails Generate Better Leads

Today's post is by Sales SheBang speaker Kendra Lee, author of Selling Against the Goal. She's presenting a breakout session on "The Art of the Consultative Conversation." There’s no question that email is an important communication tool in the business world. During the past few years, it has become apparent that email has evolved to a primary customer interaction tool,...
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Build trust and you will sell... trigger emotion and they will buy

Trusting RationallyIn the Q&A session of the webinar I gave yesterday, someone asked an interesting question: do people come to trust in rational ways? He didn’t mean “is it rational for people to trust the things they trust?” His question was about the ways in which we come to trust, not the choice we end up trusting.

The answer at first blush seems “clearly not.” After all, look at the success of con men, the concept of lo...

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Don't Know What to Blog About? Ask Someone Else.


A lot of companies we talk to already know they want and need to start a blog. "But we're waiting," they say. "We don't know what to write about and we don't want to start the blog until we know we can maintain it."

blog

First, I want to say, stop waiting. You're losing valuable time. Don't sit back and let your competitors and your customers do the talking for you. Don't get left out of the conversation that has already started.

I also want t...

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+2 2 votes

Lessons for Sales from the Democratic Convention in Denver

Not to get too political, but can you really help it at the height of “Convention” season?  Four days every four years where one can gorge on pre-processed politics; the opportunity for cable news channels to elevate the profoundly mundane to almost insignificant, a dose of equal time for all with or without a viewpoint.

Looking at this year’s opening night of the Demographic, oops sorry, Democratic convention, we see that there are some g...